PIAW May/June 2020 Magazine by Professional Insurance Agents of Wisconsin

PROFESSIONAL AGENT May/June 2020

27 Years and Counting Unlike many other carriers, West Bend believes in the value of long-term relationships. Thatâ&#x20AC;&#x2122;s why many of our personal lines underwriters, like Kim, have worked with their agents for so long. Her agents know her well and depend on her to work with them to write the best business. And that makes the relationships that much stronger.

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New PIAW Members.................................................7 HR Snapshot.............................................................14

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Honoring Those Who Served..................................16 Governor Signs 2 Bills Backed by PIAW..............18 Connecting Through the Camera & Keyboard....20 COVID-19: How Agents & Producers Should Respond to Coverage Questions................22 How to Start 'Social Selling'...................................24

inars Web etails. R S I !C ore D NEW 30 for M ge ee Pa

Education Section.............................................. 26-33 E&O Q&A................................................................27 PIA's NEW Agency Hiring Program............... 34-35

PIA Member Benefit Agency Journey Mapping What is Agency Journey Mapping? Whether you are planning for the eventual sale of your agency, planning for the unexpected, or simply want to value your agency, PIA’s Agency Journey Mapping program will put you on the right path. We’ll help you understand the challenges and best practices of agency ownership transfer, so you can create a perpetuation/ succession plan for your agency. And you’ll receive access to dozens of tools to help you do it. Agency Journey Mapping is available on-demand and through live seminars in some locations. Learn more about PIA membership and join today! Contact Heidi Hodel at hhodel@piaw.org or by phone at 608-274-8188. MAY/JUNE 20 3

From the

President Sean M. Paterson, CIC — President, PIA of Wisconsin

COVID-19: A Time of Crisis, or of Opportunity? It’s early April as I sit here writing this article. Earlier today I was thinking back to how different life was just a month ago. I was getting ready for a Spring Break trip to the Cayman Islands to go scuba diving. My boys and I were getting excited for our Little League season to start. Our annual PIA lobbying trip to Washington DC was right around the corner. There was talk of a virus hitting China hard but no one could anticipate the impact it would have here. A sudden halt to our economy of this magnitude was unimaginable a few weeks ago. Today, countries are closing their borders, sports have been shut down, we have orders to be “Safer at Home” and many of us have picked up a second job – homeschooling our kids. It sure is a crazy time. Professionally, I’m sure we’re all going through similar situations. We’re working from home. We’re not seeing any clients in person. We are having challenging conversations with our clients and the list goes on and on. I keep reminding myself that I am in a service business and taking care of my clients is more important than ever as we are all in this together. While this is the first time in our lives that society has been so completely interrupted by a pandemic, it has happened before throughout history. After a quick Google search, I learned that during the Plague of the late 1500’s/early 1600’s while in self isolation, Shakespeare wrote King Lear and MacBeth and Sir Isaac Newton laid the foundation for the Laws of Motion. The

Plague lead to changes in medicine, farming and housekeeping to just name a few. I choose to believe some good will come out of our current situation too. I really hope that by the time this article is published things are starting to return to “normal”, whatever “normal” may be. I don’t think it will be a quick snap back to “normal” either. I feel that we will gradually come out of this and when we do, things will be different. So what will our new normal look like? How will the post pandemic insurance agency look and operate? Hopefully, this crisis will inspire us to think and do things differently. I think we’d all agree that the more digital an agency can become, the faster and more nimble they can adapt to changes moving forward. This may result in us working more efficiently under normal circumstances, as well. Resources such as Zoom and Loom (and many others) are becoming more and more invaluable during this time. How will you adapt to life after COVID-19? What new ways of doing business will present themselves? I sure don’t have the answers, but I am looking forward to the opportunities that lie ahead. To Your Success, Sean M. Paterson, CIC

Solving Problems Makes Us Attorneys; Anticipating Them, Makes Us a Partner. Our attorneys have extensive experience in the unique legal needs of insurance agencies. We have represented hundreds of agencies, agents and brokers in all aspects of their business. Agency Ownership & Operations • CSR & Producer Employment • Appearances Before OCI • Drafting Contracts • Mergers & Acquisitions • Perpetuation & Succession • E&O Consultations

MA DISON • WAUKE SHA • 6 0 8.455.67 1 3 AT TORN E YS: T I M F E N NE R , J U DD GE N DA, & R O BERT PROCTER

4 MAY/JUNE 20

WEDNESDAY • 10 AM – 5 PM

JULY 15, 2020 MILFORD HILLS HUNT CLUB

JOHNSON CREEK, WISCONSIN

MULTI-STATION SPORTING CLAY EVENT

SHOOT SOME CLAYS FOR THE PIA! Fun for shooters of all abilities!

SPONSORSHIP

Sponsorships go towards the costs of putting on the event, and can be paid with corporate funds. EVENT SPONSOR $500 • Signage in the clubhouse for all events • Recognition during the program • Logo on course signage STATION SPONSOR $250

• A dedicated sign at a shooting station

COST

$125 Registration includes safety training, two rounds of sporting clays (multistation shooting), warm-up shooting at the ﬁve-stand, lunch, and social hour hors d’oeuvres. All funds donated to the PIAW PAC or Conduit must come from Personal Funds. Donations from Business Funds are not allowed by law.

Under Wisconsin law, donations to the Professional Insurance Agents PAC must come from individuals only, not from corporations or any other type of company owned by more than one person. Please use a personal credit card to register for this event, or send a personal check.

PIAW.ORG INFO@PIAW.ORG 1-800-261-7429

Memos from

Madison Pete Hanson, CAE — Executive Director, PIA of Wisconsin

Coronavirus Sucks. Now, Let’s Re-Focus Just a few months ago, I posted on social media about the improving U.S. economic outlook. Growth had slowed to a more manageable rate, easing fears of a recession in 2020. The talking heads were saying that the economy had cooled off at the just the right time for an incumbent President in an election year. The U.S. economy was looking bullet-proof, for the near term. As I write this article, unemployment in Wisconsin has unofficially exceeded 14 percent – the prevailing rate during most of the Great Depression in the 1930’s. Some believe that figure could reach 25 percent. Clearly, we are now a couple of months into a recession that will be worse than the Great Recession of 2007-2009. Unemployment is already higher and GDP falling faster, compared to the last recession we experienced. Question is, where does it stop? Governor Tony Evers has extended the “Safer at Home” emergency order to May 26th, and has issued a plan for reopening the state that could extend the coronavirus shutdown well-beyond that date. In my opinion, keeping our economy shut down for a couple more months would lead to a Coronavirus Depression. Ironically, it could worsen the public health emergency, too. People without jobs may not have food, heat, electricity or even homes to live in. Those conditions make them more susceptible to all sorts of illnesses, including coronavirus and mental illness. A 2014 Oxford University study found that prescriptions for antidepressants in Europe rose 19 percent and suicides increased 6.5 percent during the Great Recession. Including North America and Europe, they found that suicides increased by 10,000 during those years. Like all other topics of public discussion, these days, the question of when and how to end the shutdown has become heated and partisan. Many see it as black-and-white. I don’t. I think there are low-risk businesses that could be opened, statewide. There are also low-risk regions of the state, with very few hospitalizations for COVID-19. For instance, the entirety of Western Wisconsin, including the La Crosse and Eau Claire areas, have exactly six (6) COVID-19 patients in hospitals at this time. We could get parts of our economy re-started, by allowing businesses with low concentrations of people in them to re-open. In regions of the state with low coronavirus numbers, mediumrisk businesses such as restaurants could open up as well. These businesses would gladly follow social distancing and sanitization practices to keep their employees and customers safe, if they could just reopen to get some revenue flowing in. Schools, sports venues, and other higher-risk locations would remain closed. Obviously, business closings mean fewer clients for insurance 6 MAY/JUNE 20

agencies. Getting the doors back open, for businesses that could be open safely, is huge priority for PIAW right now. Until this point, our main priority at PIA of Wisconsin has been getting you the timely information you need to make decisions in your business and for your employees. When the shutdown was imminent, we let you know in advance so that you could begin to prepare. When the new employee leave mandates and federal loan programs were announced, we explained what they meant for insurance agencies and how to apply for the associated tax credits and loans. Now, it’s time to reopen the state in a responsible way, balancing public heath interests with economic interests and mitigating damage in both areas. That’s why PIAW asked Gov. Evers to begin reopening the state on April 24, six weeks into the state emergency order. We are working with the state chamber of commerce (WMC) and a coalition of other business groups on a comprehensive plan to determine which businesses can reasonably be opened first, and what safety measures would need to be taken to prevent transmission of coronavirus in those venues. Make it a “Good Crisis” I’m certain you’ve heard the political mantra, “don’t let a good crisis go to waste.” That not only applies to politics, it applies to our business and personal lives, too. I hope all of your clients have heard from you in recent weeks and they know you are there to help them. Same goes for prospects. I have heard from a handful of members, lately, that they are adding a surprising number of new clients during this time because their competitors have not been responsive. Start with former clients and prospects you’ve quoted before. Ask them how they’re doing. See if they have hired and non-owned coverage or other coverages they may need for any new activities. Opportunities also exist in our personal lives. Spending more time with family is an opportunity that has been thrust upon those of us lucky enough to have family at home. Count your blessings and make some great memories! Personally, I have decided this is a good time to “get healthy.” If I’m likely to face down COVID-19, why not try to do it with a stronger immune system? I’ve committed to exercising every day (walking or biking – nothing crazy), drinking less alcohol and getting 8 hours of sleep every night. So far, so good. What can you accomplish with a “good crisis?”

NEW Members

Please be sure to check out all of the member benefits you now have access to at www.piaw.org

AGENCY 1 Reason Insurance Eau Claire, WI

Deetz Insurance Crop LLC Mondovi, WI

NPS Insurance DePere, WI

5 Star Insurance Group LLC Appleton, WI

DJ Kott Agency Waterford, WI

Philleo Agency Insurance Inc. Brookfield, WI

360 Insurance LLC Greendale, WI

Drew Insurance Agency Inc. Cameron, WI

Pound Insurance Center Pound, WI

Abi Insurance Agency Wonewoc, WI

Fleis Insurance Agency Inc. Onalaska, WI

Preferred Insurance Agency LaCrosse, WI

Affordable Family Insurance Madison, WI

Gilmore Risk Management Brookfield, WI

Prime Ag Insurance Brookfield, WI

Affordable Insurance Solutions LLC Waunakee, WI

Henricks Wilging Insurance Elkhorn, WI

Santiago Insurance Agency LLC Milwaukee, WI

All in One Insurance Group Berlin, WI

Jeff Oswald Agency Appleton, WI

Stokelbush Insurance Agency Inc. Brookfield, WI

American Advantage â&#x20AC;&#x201C; D&D Insurance Services Mukwonago, WI

Jim Kelly Agency Brookfield, WI

The MVP Insurance Agency Madison, WI

Junction Insurance Agency LLC Forest Junction, WI

Thompson Durkee Insurance Agency Inc. Wausau, WI

Klegin Insurance Services LLC Marinette, WI

Universal Insurance Agency Corporation Madison, WI

KMK Insurance Solutions Prairie du Chien, WI

Walker Agency Inc. Berlin, WI

Lake Area Insurance Agency LLC Oconomowoc, WI

Waypoint Insurance Solutions LLC Waupaca, WI

Laura Torres Services Arcadia, WI

Werner Insurance Agency LLC Edgar, WI

Lighthouse Insurance Agency LLC Neenah, WI

West Central Insurance Services Whitehall, WI

Long Insurance Management LLC Milwaukee, WI

West Surburban Insurance Agency LLC Brookfield, WI

Mainstream Insurance Services Milwaukee, WI

White Cap Insurance Agency LLC Two Rivers, WI

Marz Insurance Services Racine, WI

Wisconsin Insurance Services Madison, WI

Bar & Shield Insurance Agency LLC Glendale, WI Bob Brown Insurance Agency LLC Thiensville, WI Bridge Insurance Agency Milwaukee, WI Bronson Insurance Services LLC Oak Creek, WI Cliff Insurance Agency Middleton, WI Commercial Truck Insurance Services Baraboo, WI Cream City Insurance Wauwatosa, WI Crescendo Trade Inc. Grafton, WI CS Insurance Services LLC Hartford, WI

COMPANY Hallmark Financial Dallas, TX

ASSOCIATE Berkshire Hathaway GUARD Insurance Companies Wilkes-Barre, PA MAY/JUNE 20 7

From the

Boardroom Ms. Julie Ulset, CPIA, Vice President — Director, PIA of Wisconsin

Working from Home: A COVID-19 Story Homebound with children, spouses, and trying to work remotely, working from home is new for many. For me, working from my kitchen table is a little different but almost seems like I’m at the office. I can have the windows open and listen to the birds sing. We’ve all probably had to work from home when our kids would get sick or there’s a snowstorm that makes us homebound, but doing it for this long is new. Undoubtedly, social distancing has been a strain on the economy. But, it’s a necessity. We’ve missed out on some important events like spring sports, travel and celebrations. School is online, only. College graduation has been moved to this summer. Even the Olympics have been moved to next year. In the midst of all this, how do you stay connected with your employees and your customers, without going to their place of business or meeting at the office? Many phone calls, Zoom meetings, Microsoft Teams and emails are the new normal. For a smaller agency, it’s quite a learning curve. Do we strive or do we do nothing and hope for the best? My goal is to strive

and have my team strive with me. Our first step was making sure we had all the necessary tools to get everything done, while still social distancing. Then, we called our insureds to make sure they were okay. It was a great opportunity to provide a personal touch. Companies pitched in and added Hired-and-Non-Owned autos to private passenger insurance policies to help the small businesses that were implementing delivery service for the first time. Government has sent stimulus checks offered grants and loans to keep the economy going. It’s all a learning curve that will soon become the new normal for some agencies working remotely. As PIA members, we’re in this together. Like other challenges we have faced, we will get through it. If you have any questions on the new laws that have passed or resources available to small business during this trying time, check out the COVID-19 information posted on the PIAW Blog at piaw. org. Or, call the office at (800) 261-7429.

Now PIA members can sell the same great PIA cyber insurance coverage that many have already purchased for their own agency. PIA’s cyber insurance is the first cyber insurance program tailormade for small and medium-sized businesses. The PIA enhanced cyber insurance policy covers both first- and third-party loss for the most common cyber risks such as social engineering, funds transfer fraud, ransomware, network interruption, data breach, network security, and media liability. In addition to the seven coverage parts, PIA members’ clients are provided with special PIA enhancements and reduced rates compared to ABAIS’s standard program for social engineering coverage. PIA members who sell the PIA cyber insurance receive 12.5% in sales commission. Getting started is easy. Start protecting your clients today. Need more information? Contact Heidi at hhodel@piaw.org or (800) 261-7429 8 MAY/JUNE 20

AmGUARD • EastGUARD • NorGUARD • WestGUARD

Proud of our

Independent Agents In times of crisis, it’s reassuring to know that our company has a network of industry experts representing us on the front lines. Thank you for your help in relaying COVID-19 relief measures we have implemented to ease some of the financial burden on our policyholders.

APPLY TO BE AN AGENT: WWW.GUARD.COM/APPLY/

Are customers ignoring your messages? As emails pile up in mailboxes, will customers open yours? Anton’s Cleaners, New England’s largest dry-cleaning company, took the question seriously and came up with an on-target message for the COVID-19 crisis: We care about your health. Sterilization is a standard part of our cleaning process. In a crisis, savvy businesses dig deep to let customers know why they should do business with them now. It’s a guess, but chances are that few of Anton’s customers knew their clothes were being sterilized—until it was spelled out. Anton’s isn’t alone, others are digging deep to make it clear what they’re doing to help their customers. Here are a few: · COX increased download speeds from 30 MPS to 50 MPS to help improve productivity for at home workers. · Reebok has two free online workout at home programs for “Staying Active at Home.” · Best Buy offers contactless curbside service. · Constant Contact has a free Website Builder Business Plus plan for getting an ecommerce website up and running. · A local law firm partnered with nursing homes and assisted living facilities to host and broadcast a live performance of a popular entertainer. Takeaway: Customers aren’t looking for ads. They want your help. Don't let them down.

[Source: GrahamComm Newsline] MAY/JUNE 20 9

From the

Boardroom Sandy Hardrath, CIC, IIA, AAI, CPIA — Director, PIA of Wisconsin

Strategic Planning: Why is it important for me? The Professional Insurance Agents of Wisconsin (PIAW) Board of Directors felt that strategic planning was very important as we look to embrace changes in the organization and the industry, moving forward. Back in August, 2019, a strategic planning task force was formed to embark on creating a strategic plan that would provide a roadmap for the future of the organization. A SWOT (strengths, weaknesses, opportunities, threats) analysis was completed by the Board of Directors at the June 2019 board meeting to set a basis to build our strategic plan. A strategic plan aligns the organization with its mission and vision so it was important to review the current mission statement to determine if it is still pertinent as we look to the future. It was determined that a new mission statement was in order. Any organization that has embarked on creating a new mission statement knows much discussion, wordsmithing and healthy, respectful discussion takes place before a final statement resonates with all participants. The task force successfully agreed on the following mission statement: “A community built by dedicated professionals supporting the advancement and excellence of all independent insurance agencies.” A vision statement was also created: “We are a flourishing community of independent agencies who are the preferred choice of consumers.” After the mission and vision statements were determined, the task force looked at the values of PIAW. With those values

10 MAY/JUNE 20

posted on the wall to guide us, it was time to craft a strategic plan that would lay out the priorities and direction of PIAW. Strategic planning is of utmost importance weather you are a small agency, large agency, for-profit business or non-profit organization. It provides a written plan that can be articulated by everyone on the management team, rather than just residing in one or two leaders’ heads. The strategic plan provides a road map for the entire organization prioritizing the tasks so they can be worked on to meet the goals set forth in the plan to be achieved in the first year and in the future. In addition, it is my opinion you need to get the entire organization involved in the strategic plan so they feel ownership of the new goals remain engaged in the process to accomplish them. The strategic plan needs to be transparent and include frequent communication with updates and the progress of the plan. Questions may be addressed such as; what are the next steps, do some goals need to be “tweaked” due to changes that have occurred. A strategic plan is a work in progress with some fluidity built in as organizations are ever changing. There’s no time like the present to get organized about your strategy and bring your whole team on board to collaborate and “buy in.” With the coronavirus pandemic and all the resulting changes in the ways we conduct our businesses, 2020 is definitely a good time to dust off that strategic plan and rethink strategies for the future.

I never liked what was going on in Congress. But I felt there was nothing I could do. Then I joined PIA. Now, I’m making a difference.

Peachey Insurance Agency Pratt, KS

I AM PIA. SUE PEACHEY felt frustrated by the lack of understanding about insurance issues in Congress. After joining PIA, she got involved. Now, she’s the one meeting with members of Congress, telling them what’s important to insurance agents.

FIND OUT WHY IT PAYS TO JOIN PIA. WHEN YOU DO, YOU’LL BE PIA, TOO!

www.iampia.com MAY/JUNE 20 11

OCI Administrative

Actions Mark V. Afable - Commissioner of the Office of Insurance

Madison, WIâ&#x20AC;&#x201D;OCI has taken the following administrative actions. In many of these cases the respondent denied the allegations but consented to the action taken. Any forfeitures paid in these administrative actions are deposited in the Common School Fund which is administered by the Board of Commissioners of Public Lands. The earnings from this fund are distributed to all public K-12 schools in Wisconsin and are used by school libraries to purchase books. Copies of the administrative action orders may be viewed online at https://ociaccess.oci.wi.gov/OrderInfo/OrdInfo.oci. OCI is responsible for overseeing the operations and marketing of insurance companies and agents in Wisconsin. OCI encourages anyone with a question or a complaint regarding an insurance company or agent to contact the office at this toll-free telephone number: 1-800-236-8517.

Allegations and Actions Against Agents Adam Burk, 438 Broadway St., Eau Claire, WI 54703, agreed to the immediate surrender of his insurance license and agreed not to reapply for licensure for at least three years. These actions were taken based on allegations of improperly bringing notes into a testing facility. Sonia Fenelon, 260 SW 56th Ave., Apt. 104, Margate, FL 33068, had her application for an insurance license denied. This action was taken based on allegations of failing to disclose administrative actions taken by the states of Florida, California, and Connecticut on a licensing application, failing to provide information required to complete a licensing application, and having additional administrative actions taken against her during the pendency of the licensing application. Chase A. Fiscus, 13537 Shady Point Dr., Moorpark, CA 93021, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose an administrative action taken by the State of California and failing to disclose involvement in a lawsuit or arbitration containing allegations of fraud, misrepresentation, misappropriation or breach of fiduciary duty on a licensing application.

administrative actions taken by the State of North Dakota and FINRA, having administrative actions taken by the states of Minnesota and North Dakota, and failing to respond promptly to inquiries from OCI. Chappelle D. Roe, 9217 N 83rd St., Milwaukee, WI 53223, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct. Tawni M. Ruesch, 635 N 12th Ave., Wausau, WI 54401, had her application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct. Matthew James-Kampa Sletten, 323 S Pierson Ave., New Richmond, WI 54017, had his application for an insurance license denied. This action was taken based on allegations of providing incomplete and materially untrue information on a licensing reinstatement application.

Adam N. Garbes, 744 Cooks Rd., Waukon, IA 52172, agreed to the issuance of an insurance license only after he provided certain information required to complete a licensing application. This action was taken based on allegations of failing to respond to documentation requests from OCI.

Ramon Q. Smith, 4825 S Katelyn Cir., Apt. JJ204, Greenfield, WI 53220, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose complete and accurate information on a licensing application and having an unpaid civil money judgment owed to an insurer.

Shaun J. Greene, 4720 Naniloa Dr., Salt Lake City, UT 84117, agreed to the issuance of a conditional insurance license having certain disclosure requirements. This action was taken based on allegations of failing to disclose a multistate regulatory settlement agreement on a licensing application.

Danicka K. Thomas, 118 S Collins St., Cullen, LA 71021, had her application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct.

E. Brent Lundgren, 613 8th Ave. E, West Fargo, ND 58078, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose

Brent A. Adams, 2290 E Yeager Dr., Chandler, AZ 85286, had his application for an insurance license denied. This action was taken based on allegations of failing to disclose a

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criminal conviction and administrative actions taken by the states of California and Michigan on a licensing application, and having a criminal conviction that may be substantially related to insurance marketing type conduct. Jessica L. Anderson, 219 E Main St., Alma Center, WI 54611, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Steven R. Cornelius, 9350 W Brentwood Ct., Milwaukee, WI 53224, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Lazaros Coss, 4369 Date Ave., La Mesa, CA 91941, agreed to the permanent surrender of his insurance license. This action was taken based on allegations of submitting a non-genuine customer signature to an insurance company. Matthew M. Cyr, 941 Rumley Run, DeForest, WI 53532, agreed to pay a forfeiture of $500.00 and agreed to pay consumer restitution of $798.66. These actions were taken based on allegations of making an unsuitable annuity recommendation to a Wisconsin consumer. Justin Ellis, 567 Hilltop Dr., Green Bay, 54302, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct. Randall L. Faber, 2111 Meadow Ct., Apt. 5, West Bend, WI 53095, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Kasey E. Fischer, 327 Rosendale St., Apt. D, Beaver Dam, WI 53916, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Michael D. Fisher, 4135 University Dr., Kenosha, WI 53144, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct. Robert J. Hembd, 1 Riverplace Dr., Apt. 412, La Crosse, WI 54601, agreed to the permanent surrender of his insurance license, agreed to pay a forfeiture of $20,000.00 upon reapplication, and agreed to pay consumer restitution of $75,000.00. These actions were taken based on allegations of borrowing money from a consumer and making unsuitable annuity sales. Antonio Q. Jarrett, 6245 Powerline Rd., Ste. 204A, Fort Lauderdale, FL 33309, was ordered to pay a forfeiture of $500.00. This action was taken based on allegations of failing to respond promptly to inquiries from OCI. Timothy A. Klein, PO Box 111, Ferrysburg, MI 49409, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct and

having an administrative action taken by the State of Michigan. Anthony Marquez, 159 Addax Dr., San Antonio, TX 78213, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Nancy R. Metcalf, 11417 Valerian Way, Roscoe, IL 61073, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Robert W. Miller, 1448 Dousman St., Green Bay, WI 54303, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Darlene Mosbaugh, 75443 Schmenski Rd., Glidden, WI 54527, agreed to pay a forfeiture of $500.00 and agreed to promptly reply to all inquiries from OCI. This action was taken based on allegations of failing to respond to OCI. Bryan Muehlbach, 2203 Gleanview Ave., Kaukauna, WI 54130, had his application for an insurance license denied. This action was taken based on allegations of having a criminal conviction that may be substantially related to insurance marketing type conduct, failing to respond to inquiries from OCI, and failing to apply for and obtain a federal crime waiver. Bobby S. Nowak, 1010 Parcher St., Wausau, WI 54403, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Lisa A. Simonet, 603 Spring St., Somerset, WI 54025, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Chantel M. Smith, 308 Bentley Ct., Columbia, SC 29210, had her application for an insurance license denied. This action was taken based on allegations of having criminal convictions that may be substantially related to insurance marketing type conduct and failing to respond promptly to inquiries from OCI. Thomas A. Walljasper, 2813 Tucson Trl., Madison, WI 53719, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Christopher L. Wenzel, 636 Cedar St., Neenah, WI 54956, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Evan Woodington, W289 N2105 Louis Ave., Apt. 2A, Pewaukee, WI 53072, had his insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes. Addis A. Zewdie, 4820 N 90th St., Milwaukee, WI 53225, had her insurance license revoked. This action was taken based on allegations of owing delinquent Wisconsin taxes.

MAY/JUNE 20 13

Question: Can we reduce pay because of economic slowdown due to COVID-19? Answers from Kara, JD, SPHR: You can reduce an employee's rate of pay based on business or economic slowdown, provided that this is not done retroactively. For instance, if you give employees notice that their pay will change on the 10th, and your payroll period runs from the 1st through the 15th, make sure that their next check still reflects the higher rate of pay for the first 9 days of the payroll period. Non-exempt employees (those entitled to overtime) A non-exempt employee's new rate of pay must still meet the applicable federal, state, or local minimum wage. Employees must be given notice of the change at the time of the change, or before. This gives them the ability to stop working if they don’t agree with the new rate of pay and can help prevent a wage claim. Exempt employees (those not entitled to overtime) An exempt employee's new salary must still be at or above the federal or state minimum for exempt employees. The federal minimum salary is $684 per week. Several states have weekly minimums that are higher than that (California and New York, for instance, are in the $1,000 per week range). The minimum may not be prorated based on hours worked. Exempt employee reclassification If an exempt employee has so little work to do that it does not make sense to pay them the federal or state minimum (or you simply cannot afford to), they can be reclassified as non-exempt and be paid by the hour instead. This must not be done on a very short-term basis. Although there are no hard and fast rules about how long you can reclassify someone, we would recommend not changing their classification unless you expect the slowdown to last for more than three weeks. Changing them back and forth frequently could cause you to lose their exemption retroactively and potentially owe years of overtime. Employees with contracts or CBAs If employees have employment contracts or are subject to collective bargaining agreements, you should consult with an attorney before making any changes to pay.

Question: Do we still have to provide emergency paid sick leave or expanded FMLA if we lay off or furlough employees? No. Employers who are closed — either due to lack of business or a state or local order — do not have to provide these leaves. Employees who are furloughed (temporarily not working but still on the payroll) are also not entitled to these benefits. In either of these cases, employees would be eligible for unemployment insurance instead. However, employers should ensure that they are not making furlough or layoff decisions based on an employee’s request or potential need for leave, as this would likely be considered interference or retaliation (and grounds for a lawsuit).

How do I make a telecommuting policy?

Question:

Although some employers will be comfortable sending everyone home with their laptop and saying, go forth and be productive, most will want to be a little more specific. A good telecommuting policy will generally address productivity standards, hours of work, how and when employees should be in contact with their manager or subordinates, and office expenses. For instance, your policy might require that employees are available by phone and messaging app during their regular in-office hours, that they meet all deadlines and maintain client contacts per usual, and that they check in with their manager at the close of each workday to report what they have accomplished. Be sure to let employees know whom to contact if they run into technical difficulties at home. You’ll also want to specify how expenses related to working from home will be dealt with. If you don’t expect there to be any additional expenses involved, communicate this. You don’t want employees thinking this is their chance to purchase a standing desk and fancy ergonomic chair on your dime. That said, you should consider whether employees will incur reasonable and necessary expenses while working from home. Some states mandate reimbursement for these kinds of expenses, but it’s a good practice to cover such costs even if it’s not required by law. 14 MAY/JUNE 20

Independence can’t happen alone Independence means freedom, but it also means responsibility. It is about staying true to the commitments you’ve made - to your clients, your colleagues, and your community. Keystone connects you to a community of like-minded independent agencies. Our mission remains unchanged: to provide access to the expertise, resources, and relationships that sustain independent insurance agencies over the long haul. Keystone. Independence works better together.

Contact JoAnn Hartung for more information: 570.473.4340 jhartung@keystoneinsgrp.com keystoneinsgrp.com

MAY/JUNE 20 15

THANK YOU VETERANS

Honoring

Those Who Served

PIAW and 1752 Club Thank Mike Moore

Featured Veteran in the Industry: Mike Moore, M3 Insurance, Madison, WI The Wisconsin 1752 Club, in conjunction with the PIA of Wisconsin, are sponsoring a Badger Honor Flight for a veteran to visit their war memorial. Additionally, throughout the year we will be highlighting current PIA members who have served our nation in the military. Mike Moore’s interest in the military started as a young boy. The path to serve started with the ROTC program at the University of Wisconsin – Madison, shortly after enlisting in the National Guard. This path provided him an opportunity to gain a college education while achieving his childhood goal of serving his country. In total, Mike would serve 12 years, with 4 years being active-duty Army and 8 years in the Wisconsin National Guard. While training and on active duty, he was stationed at Ft. Knox, KY; Ft. Lewis, WA; Ft. Sill, OK and Ft. Hood, TX. While in the National Guard, Mike reported to armories in Baraboo, Reedsburg, Wisconsin Rapids, Waupaca, Stevens Point, Marshfield, Ft McCoy, and Madison. Mike served as a Field Artillery Officer and attained the rank of Captain. There is no shortage of passion in Mike’s voice when he speaks about his time in the Army. Mike shared with me that he had a lot of great memories and some not-so-great memories from his time in the service. Being a young officer during Operation Desert Shield and Desert Storm was a highlight. Mike was fortunate enough to be involved in fielding a revolutionary new artillery delivery system called “The Paladin” that is still in use today. By technology standards, The Paladin Howitzer took the Field Artillery into the 21st century and was a historic moment in the Army. Mike’s family has a long history in the insurance business. His grandfather was an American Family agent. His father worked his way through law school as an American Family claims adjuster, then focused his 50 years of law practice on Insurance Defense. Through his father’s law practice, Mike was introduced to a gentleman named Charlie Meldrum (the third “M” in M3), who ultimately became a great mentor and led to the start of Mike’s career in the insurance industry. After a short stint with American Family, Mike was hired by M3. I asked Mike how his time in the military helped prepare him for a career in the insurance industry. “The Military is all about leadership, 16 MAY/JUNE 20

especially as a young officer,” Mike said. “I was given a tremendous amount of responsibility at a young age, and I can’t think of any other opportunity that gives recent college graduates that much responsibility in that crucial of an environment.” “The leadership training and experience prepared me with ethics and values that were the cornerstone of how I wanted to approach my career in insurance,” Mike added. “I think the lessons I learned about working with people, leading people and being able to think strategically about situations have translated well into my insurance career.” Mike went on to say, “It’s really fascinating to me how often I’m called upon by someone to help them decide if the military is a fit for them. I’m actually going through this with my son right now! My message is always consistent: the military is about service, first and foremost. If you are not passionate about serving for the benefit of others, then you most likely won’t have a great experience in the military. I think this is the same in all career choices, but even more amplified in the military due to the tremendous sacrifice those that wear the uniform bear. It’s why only 1% of our population chooses to serve.” Mike currently serves as Executive Vice President of Operations as M3 Insurance. Mike’s area includes: Client Services, Brokerage Operations, Information Technology, Human Resources, Professional Development, as well as being a part of the Executive Operating Committee. Thank you for your service, Captain Moore! Written by Josh Timm, The Hartford Financial Services Group

WE DIDN’T KEY THE CAR. BUT WE’RE THE KEY TO FIXING IT. AUTO INSURANCE THAT’S DESIGNED TO BE WORRY FREE Wheels are the way around life. Protect vehicles with auto insurance from the Worry Free Company — IMT Insurance. Learn how you can represent IMT Insurance at imtins.com/contact and help your policyholders Be Worry Free with IMT.

AUTO | HOME | BUSINESS

Protect the Reputation and Assets You’ve Worked Hard to Build: Choose the Right Agents’ Errors and Omissions Program! Utica National and Agents Service Corporation can help. More than 10,000 agencies have placed their trust in Utica National over the last 50 years because they offer:

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Access to staff, including a claims team, who is dedicated 100% to Agents’ E&O Tailored levels of coverage based on your needs Risk management services that stay ahead of emerging issues to help you prevent claims A variety of ways to pay your premium without premium financing or interest charges

Invest a few minutes in the future security of your agency. Go to www.uticanational.com/eo to get started on an Easy Estimate, and then add and subtract coverages to get the

combination of protection and premium you need! Contact Heidi Hodel at PIA Wisconsin by phone at 608-274-8188 or via email at hhodel@piaw.org for more information.

MAY/JUNE 20 17

Governor Signs 2 Bills Backed by PIA of Wisconsin PIA of Wisconsin was invited to the Governor’s Office to witness the signing of two important bills, on Tuesday, March 3, 2020. Gov. Tony Evers signed one bill making Wisconsin the 46th state to regulate public adjusters and another that ended double-taxation of crop insurance. PIAW advocated strongly for both of these bills. “When there’s a bill that is helpful to independent agents, their clients or their industry, PIA will be there to help get it done,” said PIAW Vice President Julie Ulset.

farmers will no longer be taxed on the premiums and then taxed on the claim payments as well. “The last thing farmers need after they lose their crops to disastrous weather is to have their tax bill go up,” said PIAW Executive Director Pete Hanson. “There is a tax credit for revenue from crop sales, so there should be a tax credit for the claims payments that replace that revenue.”

Assembly Bill 357 will require out-of-state public adjusters to register with the Office of the Commissioner of Insurance (OCI) and it will create some reasonable restrictions on the contracts they sign with consumers.

“It was truly an honor to see these bills signed into law and to meet Governor Evers and Insurance Commissioner Mark Afable,” said PIAW Board Member Michael Keener. “We want to thank both of them for their support on these issues that are important to our industry and our customers.”

Senate Bill 387 adds crop insurance claims payments to the Wisconsin Manufacturing and Agricultural Tax Credit, so that

For more information, contact Pete Hanson at the PIAW office. Phone: (608) 274-8188

18 MAY/JUNE 20

What Has PIA National Done for Me… Lately? As we begin 2020, let’s look back at last year’s newest member benefits and federal government victories.

ACORD End User License for PIA Members Thanks to an agreement with ACORD negotiated by PIA National, the majority of PIA members won’t have to pay the new ACORD license fee.

Agency Journey Mapping Brand new perpetuation program from PIA National and The PIA Partnership.

PIA DMV: PIA’s Direct Marketing Vault PIA members can now combine the best of traditional and digital marketing to get more clients.

Winning @ Talent New ways for agencies to attract, recruit and retain the best talent.

2019 PIA FEDERAL GOVERNMENT VICTORIES Tax Relief for Agencies PIA National ensured tax relief for agency owners that has resulted in millions of dollars benefitting passthrough entities, including independent insurance agencies. [A PIA Priority Issue]

TRIA extended The terrorism risk insurance program (referred to as TRIA) was extended by Congress through the end of 2027. [A PIA Priority Issue]

Efforts to Repeal the Federal Insurance Office Legislation was introduced in both the House and Senate for the first time as a result of PIA National advocating to repeal the Federal Insurance Office (FIO). [A PIA Priority Issue]

National Flood Insurance Program (NFIP) extended. PIA National has successfully kept cuts to agent commissions out of legislation to reauthorize the NFIP. PIA also advocated for the extension of the NFIP to September 30, 2020. [A PIA Priority Issue]

Permanent Repeal of the Cadillac Tax In December 2019, PIA’s multi-year advocacy campaign secured the total repeal of the healthcare 40 percent excise tax, known as the Cadillac Tax! [A PIA Priority Issue]

TAX

Membership in PIA just keeps growing in value! Lots more is on the way!

www.pianet.com MAY/JUNE 20 19

C o n n e c t i n g T h r o u g h t h e C a m e r a a n d K e y b o a r d By: Kate Zabriskie 10 S uccess S trategies for M anaging M eetings in the V irtual W orld As the world finds itself rapidly adopting virtual meetings, many people struggle while attempting to translate the in-person experience to an online format. Luckily, there are some tried and true actions neophytes can take to have their online gatherings running like clockwork. By following ten strategies for surviving in the virtual world, a newbie can perform like a pro in record time.

to answer a question, raise your hand when you ask it. If you want people to type something in the chat box, you should type as they are typing. The more deliberate you are in your instruction and actions, the better your chances of seeing what you want to see.

Strategy One: Know what you want to accomplish.

Just as an in-person meeting can benefit from an agenda, virtual meetings need a roadmap or itinerary. Furthermore, in the virtual world it is helpful to show the agenda several times during the meeting and point out where you are on the schedule. An agenda check refocuses people who may have drifted off and it gives them an easy onramp back to the meeting. Furthermore, acknowledging where you are in the process gives people a sense of movement (or lack of movement, for that matter) and helps the group stay on task.

Just as it’s important to have a game plan for an in-person meeting, it’s essential that you have a goal for any online get-together. Are you informing, gathering information, looking for opinion, making a decision, or something else? If you don’t know, your meeting is not going to feel as tight as it could, and you won’t look as put together as you might had you done some thinking in advance. Once you know the goal, it should inform the meeting’s length, number of attendees, and desired level of interaction. For example, if you’re discussing your company’s new telecommuting rules and short-term business plans, you’re probably not seeking opinion but instead providing information and perhaps answering questions. Given the one-way nature of the bulk of that gathering, you can probably accommodate far more people than you could if your goal were to elicit opinion and seek input. Strategy Two: Communicate Your Expectations Most people will do what you ask them to do if you ask them to do it and you model the behavior. Be specific and direct. If you want people to share their cameras, have a slide outlining your request as people join the meeting. If you want them to raise their hands 20 MAY/JUNE 20

Strategy Three: Share a Roadmap

Strategy Four: Recognize Technology Diversity When it comes to technology, the virtual world is not equal. In a typical meeting, some participants will have equipment and bandwidth worthy of a Hollywood production, while others will appear to have a dial-up line reminiscent of equipment from the previous century. For that reason, it’s important to think about what could go wrong and how to troubleshoot potential problems before they occur. For example, will you record and post the meeting for people who have difficulty joining? Do you have a dial-in number for those attendees who can’t get VoIP technology to work correctly? Will you send slides in advance for people who have difficulty logging in altogether and must rely solely on a PDF? The more you prepare for problems, the easier they are to deal with should they arise.

Strategy Five: Arrive Early and Start on Time If at all possible, it’s a good idea to arrive to your virtual meeting well in advance of your participants. The time you have in the virtual room before it fills will give you an opportunity to troubleshoot your technology, get comfortable in your seat, and welcome early birds as they enter the room. Your early arrival also allows you to avoid having participants wait in a lobby. In principle, the lobby is a neat concept. In practice, it can work against you. If participants arrive to a lobby, they will more than likely work on other tasks as they wait for you, and you’ll have to work harder to get the full attention they were initially prepared to give you. Strategy Six: Accept You Are in a Competition for Attention Nothing says multitasking opportunity like a web-based meeting. Even the most effective presenter competes with a participant’s inbox, other work, and just about any activity that is potentially more interesting. You will have to double or even triple your efforts to keep virtual attendees involved. Putting yourself on camera and asking participants to appear on camera is only the first step. Next, you have to think about ways to keep people’s eyes on the screen or handout and their hands busy about every two minutes. Two minutes? Yes! People want to be engaged. If they don’t engage with you, they will engage with something else. Strategy Seven: Add Variety The longer your meeting, the more important it is for you to add variety. If you are taking a poll, for example, consider conducting one using one that uses fingers held up to screen, another that uses the systems polling function, one that requires people to stamp a shape on a Likert scale displayed on a slide, and another that requires attendees to type a number in the chat box. The idea is to avoid becoming predicable. Slide, slide, poll; slide, slide, poll; slide, slide poll equals BORING. Strategy Eight: Balance Conversation Just as people participate in in-person meetings at various levels, the same thing will happen in the virtual world. A good meeting facilitator will take action to add balance. For instance, “I’m going to throw this next question to the people I see in the second row on my screen. That’s Jane, Josh, and Juan.” In that example, nobody is individually put on the spot. However, those three participants know that at least one of them is on deck to speak next. In addition to calling on a few people, you should also consider directing people to

different channels. “If you would like to answer in the chat box, do that. If you would prefer to open your microphone, go ahead. If you would like to send a message just to me, send a private chat.” The variety of avenues offered in that example accommodate people who like to talk, those who prefer to write, and others who are less comfortable speaking up in public. Strategy Nine: Consider Using a Production Team It takes time to master a virtual meeting program, and even the pros can find it difficult to wear half a dozen hats at once. If you are running a large meeting or new to the process, consider assembling a team. For example, designate someone to troubleshoot tech problems for attendees, assign a chat monitor to bring anything to your attention you don’t see right away, and so forth. Strategy Ten: Limit Your Time and Use it Wisely No adult wants to sit for more than two hours at a time, and this is especially true in the virtual world. If you plan to move a six-hour meeting online and leave the agenda essential as is, think again. For meetings that are essentially information-sharing exercises, consider limiting yourself to one-hour blocks. For interactive conversations, as a rule of thumb, you should be able to get away with two hours at a time. Rarely, if ever, should you schedule more than four hours a day. And those four hours should include a generous break if possible. If you need more hours to accomplish everything you need to, consider running smaller meetings with fewer people, spreading a long meeting over several days, or sharing video recordings instead of bringing people together if they would accomplish the same result. It’s a new world for many people taking the plunge into the world of virtual meetings, and now is the time to get comfortable. Take the time now to leverage a few simple strategies that will get you on solid footing. Paying attention to what you like and don’t that others do in their meetings will help you grow. Asking for feedback from your attendees will further accelerate the process. May your next online meeting be a smashing success. ABOUT THE AUTHOR: Kate Zabriskie is the president of Business Training Works, Inc., a Maryland-based talent development firm. She and her team help businesses establish customer service strategies and train their people to live up to what’s promised. For more information, visit www. businesstrainingworks.com.

MAY/JUNE 20

Single-entry, multiple-company interface (SEMCI) is like magic! Acuity, long recognized as a leader in agency interface technology, is committed to supporting SEMCI in commercial lines. SEMCI drives efficiency in the quote and application process and allows you to choose how you want to do business with Acuity.

OPEN SEMCI

Acuity currently partners with several of the leading commercial lines insurtechs. We are building, exploring partnerships, or expanding with numerous other independent agency technology solutions. And Acuity is on the forefront of integration technology, continually building the connections necessary to be ready to connect to new insurtechs as they emerge.

Complete in 15 mins or less! The Omnia behavioral assessment tool, takes the guesswork out of hiring, promotion, and employee engagement.

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800.525.7117 | www.OmniaGroup.com MAY/JUNE 20 23

How to Start ‘Social Selling’ You already know how important it is to have a strong digital presence in today’s fast-paced, competitive business world. But you need more than just a Facebook account and a decent website to draw in new leads. You can take selling a step further on social media. “Social selling is a way for sales teams to use social media to connect with prospects and provide them with value,” says the digital creative agency Modicum on Forbes.com. Not simply social media marketing, social selling is a “broader strategy” that requires “meeting the buyer where they’re already conducting due diligence — online,” says SalesforLife.com. It’s the “process of researching, connecting, and interacting with prospects and customers on social media networks — notably Twitter and LinkedIn,” says HubSpot’s Emma Brudner. It works: LinkedIn data show that sales reps who close deals 51% more than their peers consider social networking platforms "very important" to their success. LinkedIn also shows that nearly 80% of salespeople who actively use social selling strategies outsell their peers who use traditional sales methods. Here are some simple ways you can start social selling: 1. Optimize your social profiles. This includes both your agency and personal accounts. What information needs updating? Is your profile picture high-resolution? How can you improve your “about” info? Can you get more referrals and recommendations from current customers? 2. Share quality content. When you post consistently, you will build credibility with your audience. Your posts don’t have to be complicated or out-of-the-box. Simply share others’ posts, celebrate a coworker’s birthday or share a fun fact. Consider sprinkling in content that isn’t insurance-focused and instead comment with intentional messages. Share stories that will resonate with your current and prospective customers. 3. Join groups. Once you have a solid presence, start interacting in LinkedIn and Facebook Groups or participate in a Twitter chat. Just make sure it’s organic and personal. Don’t put your sales hat on quite yet. Take the time to build a relationship first. 4. Get notifications. Make it easier for yourself, and sign up to get notifications and alerts about customers or prospects. That way, you can respond immediately with a “Congratulations!” comment or share a press release when it comes out. This shows you’re paying attention to prospects and customers and are interested in what’s going on in their world. 5. Make this part of your daily routine. Why not spend 20 minutes every day focused on this initiative? Take the time every morning or afternoon to find content, post it, engage with others, and send connection requests to people who have looked at your profile and more. A little can go a long way. Want to learn more? Check out HubSpot’s Guide to Social Selling and learn more practical tips on how to make this work for your agency.

MAY/JUNE 20

Tried-and-true bar coverage with no surprises. Small detail. Big difference. Nobody understands the unique challenges of protecting bars better than Society. We stay on top of industry trends to deliver the most comprehensive – and reliable – coverage available. If you specialize in bars and are interested in an agency appointment, give us a call at 888-5-SOCIETY or visit societyinsurance.com.

Don’t just join a company, join a club. AAA is a membership-based organization; we’re a club, not just a company. This means we have an entirely different level of commitment to customers. All with an unbeatable combination of savings and security for customers. And the potential for success for you.

Learn more, contact me. Leo Plese (630) 328-7076 lmplese@autoclubgroup.aaa.com Insurance • Membership • Travel • Banking AAA Independent Agents are not employees of AAA The Auto Club Group; but, rather are independent contractors. Insurance underwritten by one of the following companies: Auto Club Insurance Association, MemberSelect Insurance Company, Auto Club Group Insurance Company, Auto Club Property-Casualty Insurance Company, Auto Club South Insurance Company, Auto Club Insurance Company of Florida, or non-affiliated insurance companies. ©2019 The Auto Club Group. All rights reserved. 19-IN-0147

MAY/JUNE 20 25

education

NEW CICs

The Certified Insurance Counselors (CIC) Program has been the insurance industry’s premier, proven source for practical, real-world education since 1969. For insurance professionals everywhere, the 16 hour Institutes represent a thoroughly rewarding learning experience, led by accomplished insurance and risk management speakers. Are you ready to challenge yourself?

Kristen Beach, CIC, CISR Associated Benefits & Risk Consulting Waukesha, WI

Kevin Brown, CIC Sentry Insurance Stevens Point, WI

NEW CISRs

The CISR Program empowers outstanding individuals to provide exceptional customer service. Join the many thousands of insurance professionals who have already experienced the benefits.

Melody Breen, CISR Mayville Insurance Agency, Inc. Mayville, WI

Ashley Riley, CISR TRICOR, INC. Darlington, WI

Sara Stauffer, CISR Ansay & Associates LLC Manitowoc, WI

Candice Cornell, CISR Alliance Insurance Centers, LLC Green Bay, WI

Courtney Schoofs, CISR West Bend - A Mutual Insurance Company West Bend, WI

Beth Whiting, CISR McNamara & Thiel Ins. Agency, Inc. Fond du Lac, WI

Jennifer Holter, CISR HNI Risk Services, LLC New Berlin, WI

NEW CISR ELITEs

This new status is for CISRs who aspire to be more, and passed all nine CISR courses.

Erin Janssen, CISR Elite Integrity Insurance Appleton, WI Sarah Radtke, CISR Elite TRICOR, INC. Madison, WI

Jody Simpson-Leonhardt, CISR Elite American Advantage - Lindow Ins Agency Waukesha, WI

Luann Van Beek, CISR Elite Integrity Insurance Appleton, WI

Ryan Steel, CISR Elite TRICOR, INC. Stoughton, WI

NEW CRMs

Risk Managers don’t leave anything to chance! Participate in the program that gives you a dependable advantage in the demanding field of risk management—the CRM Program. Christina Bloch, CIC, CRM, CISR Brown & Brown, Inc. Waukesha, WI 26

MAY/JUNE 20

education

By: Mary LaPorte, AINS, CPCU, CIC, LIC, CPIA

Agent’s questions about Errors and Omissions, and how E&O losses can be prevented.

I am an account manager in commercial lines, and we have heard that because of COVID-19, we need to be careful checking and preparing renewals. We think we have always done a good job in the past, but can you give us and idea of some specific things we should be looking for? Trish, Iowa Trish, that is a timely question and one that a lot of agencies are asking me about. With the Coronavirus has come an expectation that policies should cover more than they originally intended. As a result, some carriers are including notices with the renewal clarifying that coverage for certain exposures not covered under the policy. An example is ISO’s clarification endorsement for Business Owners Policies: BP P 026 03 20 Coronavirus – Advisory Notice to Policy Holders. However, you should be alert to situations where a carrier may add an exclusionary endorsement, or revise language in an existing form in order to exclude coverage that was not excluded in the past.

Some states require that the insured be notified in situations when coverage has been reduced, but there are usually no requirements to notify the agent. I think you would agree that even if the insured had received a notice, they might not recognize it as anything important that they need to read, or may have read it but not understood it’s impact. This is where the agent can step in and make an understandable explanation, and possibly offer alternatives to secure the lost coverage. You might think that if some coverage was reduced at renewal, that the carrier would have to stand by the previous coverage if they did not notify the customer or the agent, or if it was an error. The courts do not agree. Many courts state that once the agent has received the policy and had an opportunity to review it, the coverage stands. Unfortunatley, most agents do not find out about the coverage reduction until after an uncovered claim occurs. Surplus lines forms or policies written by non-admitted carriers should especially be scrutinized. Make sure that when checking form numbers and endorsement numbers that you also verify the edition date to see if it has changed. If you have a clear, detailed checklist, a well-trained assistant or support person can perform the policy checking, referring the checklist or any discrepanices to a more experienced CSR, Account Manager or Producer. It is then their responsibility to identify the differences between the prior term and the renewing coverage and address critical coverage issues with the insured. Because of the recent pandemic, there may be other areas that should be addressed with your customers. Premium basis (payrolls, sales) may need to be adjusted. Some of your customers may be involved with new products or services that grew from COVID-19. Others may have out-of-state workers which were not a consideration in the past. Determine if any events have occurred which could trigger coverage under any policy. If so, the insured should consider giving notice to the carrier as soon as possible (certainly before the expiration date) to preserve their rights under the policy. The COVID-19 pandemic is impacting agencies exposure to E&O. It is more important than ever to perform a diligent review with each customer at renewal.

Mary LaPorte is a consultant and educator with a strong background in Errors & Omissions loss prevention. Forward your E&O questions to marylp@lpinsuranceconsult.com. ã 2020 LaPorte Consulting, LLC. All Rights Reserved

MAY/JUNE 20 27

UTICA

education

Gives You the Credit You Deserve! The following PIAW education classes are approved for the Utica premium credit. • Any CIC Update • CIC Agency Management • CISR Agency Operations • Dynamics of Service • Select PIAW Webinars • PIAW Conducted E&O Seminars (classroom or in house) To register online and view upcoming CE courses visit www.piaw.org

MAY/JUNE 20

Please contact Heidi Hodel, CIC, Member Benefits Coordinator hhodel@piaw.org or 1-800-261-7429 to find out how you can benefit from Utica’s E&O Loss Control Program.

WHERE EXPERTS BECOME EXPERTS

education

WHY CIC?

Become the expert your clients, agency, and career depend on.

Impact Credibility Respect

Certified Insurance Counselor Institutes 16 WI CE Credits COMMERCIAL CASUALTY

COMMERCIAL MULTILINE

August 19-21, 2020 Red Lion Paper Valley Hotel 333 West College Ave. – Appleton, Wisconsin $106 Single, $116 Double PIA room rate through 7/22/20 - Call: 733-8000

June 24-26, 2020 Holiday Inn South – Eau Claire, WI $115.95 PIA room rate through 5/23/20 Call 715-830-9889 or link at piaw.org •

COMMERCIAL INLAND MARINE CONCEPTS AND COVERAGES Bernie Neff, CIC, CPCU

•

EMPLOYMENT PRACTICES LIABILITY INSURANCE John Dismukes, CIC, CPCU, AAI, AIS

• • •

CRIME COVERAGES AND ENDORSEMENTS CYBER EXPOSURES AND COVERAGE EXCESS LIABILITY COMMERCIAL UMBRELLA COVERAGES Jay Williams, CIC, CRM, AAI, CRIS, MLIS

WI COURSE # 6000039204 16 WI CE

•

COMMERCIAL GENERAL LIABILITY CONCEPTS AND COVERAGE

•

ADDITIONAL INSURED CONCEPTS AND ENDORSEMENTS Ted Kinney, CIC, CPCU, ARM, CPIA, AAI, AU, AINS, CRIS

•

BUSINESS AUTOMOBILE COVERAGES AND ENDORSEMENTS Samuel Bennett, CIC, AFIS, CRIS, CPIA

•

WORKERS COMPENSATION AND EMPLOYERS LIABILITY Samuel Bennett, CIC, AFIS, CRIS, CPIA

WI COURSE # 6000039183 16 WI CE

Day One 8:00 – 5:15 / Day Two 8:00 – 5:00 / Day Three Optional Exam 8:00 – 10:00

CIC RUBLE SEMINARS

Exciting update options for CICs, CRMs & now CISRs! 16 WI CE (Includes 4 optional Ethics) October 21 & 22, 2020 / Graduate Ruble / Red Lion – Appleton February 11 & 12, 2021 / Graduate Ruble / Hilton Garden Inn – Sun Prairie These seminars fill up quickly! Register at piaw.org or call PIA at 800-261-7429 MAY/JUNE 20 29

education

NEW! CISR Live Webinars • Anyone Can Attend • 7 WI CE Each – No Exam or Proctor Required for CE • Instructor Led Visit the education tab at PIAW.org for schedules and registration.

WHY CISR ELITE?

Earn the advanced CISR Elite distinction by taking nine courses covering different areas of insurance, risk management, and benefits.

Advance to Elite Status.

WHERE EXPERTS BECOME EXPERTS

30 MAY/JUNE 20

Open to Anyone!

JUNE

23 – Eau Claire

PERSONAL RESIDENTIAL 7 WI CE Credits / Course # 69328

The CISR Personal Residential Course helps you develop the expertise to guide your customers through the often complex and confusing process of purchasing homeowners insurance. More importantly, you will be able to provide practical information that will help clients make decisions for protecting their most valuable assets and their financial future in the event of a loss. • • •

John Dismukes, CIC, CPCU, AAI, AIS

Instruction 8:00 – 3:45 Group Lunch 12:00 – 12:45 Optional Exam 4:15 – 5:15

education

CERTIFIED INSURANCE SERVICE REPRESENTATIVE

Personal Residential Concepts Homeowners Policy Property Coverages Homeowners Policy Liability Coverages and Policy Conditions

$199 Per Course – Includes CE, Course Book & Lunch Register at piaw.org or call PIA at 800-261-7429

WHY CISR?

Set the standard for technical expertise, productivity, and responsibility in your client relationships.

Be Great At What You Do!

WHERE EXPERTS BECOME EXPERTS

MAY/JUNE 20 31

education

New Topics Added! 1 and 3 WI CE Credits. Live. No Test. No Proctor. Visit the Education tab at piaw.org for a complete list of .topics, descriptions, webinar demo and registration. Several approved for Utica credit. Ethics is offered each month. Fee per Webinar: $55 PIAW Member, $70 Non Member – Includes WI CE fees.

May 2020 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Alphabet Soup: The Mistakes and Coverage Behind D&O, EPLI, FLI, and EBL 3 WI CE # 6000039321

5/7

12-3p

Chris Amrhein, CIC

Ethics and E&O: Synergy Not Rivalry 3 WI ETHICS CE # 6000042406 Utica Approved

5/12

12-3p

Chris Amrhein, CIC

Cyber Coverage – Data Breach and So Much More 3 WI CE # 6000039289

5/13

8-11a

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

If It Moves On The Farm It Presents a Risk 3 WI CE # 6000047716

5/13

12-3p

Sam Bennett, CIC, AFIS, CRIS, CPIA

Dead or Alive: The Many Functions of Life Insurance 3 WI CE # 6000058105

5/14

8-11a

Corey Wilkins

Everything’s Soaked and My Stuff Stinks: The Water Damage Webinar 3 WI CE # 6000039309

5/19

12-3p

Nicole Broch, CC, CISR, PLCS

Welcome to the Future Where Everyone Shares and Your Car Drives Itself 3 WI CE # 6000039286

5/20

12-3p

Kym Martell, CRM, CIC, CRIS, AAI

An Hour with Kevin: Insuring Self-Driving Cars, Scooters & Other Modern Transit Risks 1 WI CE # 6000059681

5/21

1-2p

Kevin Amrhein, CIC

An Hour with Kevin: Extra Money for Bills, Beer or Both – Insuring Your Side Gig 1 WI CE # 6000059598

5/26

1-2p

Kevin Amrhein, CIC

Commercial Property Claims that Stink and How to Handle Them 3 WI CE # 6000045493

5/27

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Additional Insureds and Certificates: Issues, Answers and When to Say No 3 WI CE # 6000059680

5/28

12-3p

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

Register online at piaw.org or call 1-800-261-7429. Contact Brenda for in-house webinar opportunities. bsteinbach@piaw.org

32 MAY/JUNE 20

education

June 2020 Webinar Schedule TITLE & WI CE

DATE

TIME (CST)

INSTRUCTOR

Homeowner’s Policy Coverage Concerns for the Modern Family 3 WI CE # 6000039288

6/9

12-3p

Nicole Broch, CIC, CISR, PLCS

An Hour with Kevin: The S.T.O.R.M. Webinar (Coverage Concerns for Serious Storm Events) 1 WI CE # 6000060209

6/11

10-11a

Kevin Amrhein, CIC

Chris Amrhein’s “Adventures in Aging” Understanding Social Security & Medicare 3 WI CE # 6000059682

6/11

12-3p

Chris Amrhein, CIC

An Hour with Kevin: S.T.O.R.M…the Sequel! (More Coverage Concerns for Serious Storm Events) 1 WI CE # 6000060204

6/15

1-2p

Kevin Amrhein, CIC

Coverage Problems Your Contractors Hate (and How to Solve Them) 3 WI CE # 6000060207

6/16

8-11a

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

How Savvy Businesses Use Life Insurance to Hedge Against Financial Losses 3 WI CE # 6000039287

6/17

8-11a

Karin Klaassen, CLU, LUTCF

Culture, Ethics and E&O: The Right Way to Run an Agency 3 WI ETHICS CE # 6000059631 Utica Approved

6/17

12-3p

Terry Tadlock, CIC, CPCU, CRIS

Chris Amrhein’s “Adventures in Aging” Financially Surviving Retirement 3 WI CE # 6000061267

6/18

12-3p

Chris Amrhein, CIC

Exposures that Prove Why ALL Employers Need EPL Coverage 3 WI CE # 6000060206

6/23

12-3p

Catherine Trischan, CPCU, CRM, CIC, ARM, AU, AAI, CRIS, MLIS

Flood Insurance and the NFIP 3 WI CE # 6000059679 FEMA Approved

6/24

12-3p

Robin Federici, CIC, AAI, ARM, AINS, AIS, CPIW

Register online at piaw.org or call 1-800-261-7429. Contact Brenda for in-house webinar opportunities. bsteinbach@piaw.org

MAY/JUNE 20 33

Introducing PIAâ&#x20AC;&#x2122;s NEW Agency Hiring Program PIA and The PIA Partnership are proud to introduce Winning@Talent, the independent insurance agentâ&#x20AC;&#x2122;s guide to hiring, motivating and retaining the best agency employees. Winning@Talent is a 3-part toolkit featuring intuitive tools that take agency employers through a simple journey that starts with determining if their agency is well positioned to attract quality candidates and ends with a happy, productive employee. Part 1, Are You Ready to Recruit?, focuses on helping agencies assess their employer brand so they can see their agency the way prospective employees see their agency. In this section, we help agency owners and managers assess their employer brand, provide tools to help them build and strengthen it, and offer best practices on how to make it resonate across communication channels and social networks. Part 2, Sourcing, Recruiting and Hiring, focuses on sourcing potential hiring prospects, recruiting them into your agency and ultimately hiring them. This section offers resources and best practices to help agency owners and managers find, screen, interview and evaluate candidates in ways that will help them reduce their time to fill key positions, build their talent pipeline and meet longterm recruiting goals. Part 3, Retaining Your Best Employees, focuses on how agencies can retain their best employees because employee retention is vital to growing any agency. This section provides best practices and resources that agency owners and managers can share with their employees to help those employees with their own career development. Get started Winning@Talent today at www.winningattalent.com. Winning@Talent is brought to you by The PIA Partnership, a joint effort of leading insurance companies and PIA. Thank you to the members of The PIA Partnership: Encompass Insurance, Erie Insurance, Liberty Mutual Insurance, MetLife Auto & Home, National General Insurance, Progressive Insurance, Selective Insurance Group, State Auto Insurance Companies, The Hanover Insurance Group and West Bend Mutual Insurance Company.

34 MAY/JUNE 20

Customers aren’t the only people you’re competing for. WINNING@TALENT

Your guide to hiring, motivating and retaining the best employees.

It’s often said that an insurance agency’s most important assets are the ones that show up for work every day. And while employees can make all the difference in your company’s success, it’s important to note they have lots of choices when it

WinningAtTalent.com

PART ONE:

Are You Ready to Recruit? PART TWO:

Sourcing, Recruiting & Hiring

comes to their career. Which is why we developed

PART THREE:

Winning@Talent – a 3-part toolkit to help agencies

Retaining Your Best Employees

understand how best to recruit in today’s talent marketplace, as well as, enhance the employee experience so people want to stay. We trust you’ll find this content very useful and another example of the value of our Partnership.

Winning@Talent is brought to you by The PIA Partnership – PIA’s national carrier council. Partnership companies include:

MAY/JUNE 20 35

One year ago, a devastating flood shocked Wisconsin. But it can happen again at any time. 1 inch of flooding can cause more than $25k in damage to your home. Protect yourself.

For more info contact Heidi at Professional Insurance Agents of Wisconsin, Inc. Direct: (608) 274-8254 / Phone: (608) 274-8188 hhodel@piaw.org

36 MAY/JUNE 20

“Why Can’t I Grow My Business?” BWO = Independence AND Opportunity.

Tired of losing sales because you don’t have access to carriers? Become an independent BWO agent and you won’t be chasing the competition, you become the competition. You’ll be able to offer the best names in the business, no matter where you’re located throughout Wisconsin and the Midwest. And because we deal with the carriers, commissions, database, etc., you can focus on what you do best: Sell! With BWO, you’ll have the tools, products and support that give you greater opportunity to compete – and a partner dedicated to your success.

BWO agents enjoy… 100% ownership · Contingency participation · Generous commissions Agency perpetuation · No joining or membership fees · No non-compete

Companies we represent: Acuity, Auto-Owners Insurance, Badger Mutual, GMIC, Hanover, Integrity, Penn National, Pekin, Progressive, Secura, Society, West Bend Mutual…and more.

Contact Tom Budzisz to join at 414-768-8100! BWO2554 2020 Updated Trade Ad.indd 1



BWOInsurance.com 1/17/20 4:56 PM

ready for

a new beginning? It’s time to start a new chapter in your story. Consider becoming an independent Erie Insurance agent. • 11th largest auto insurer in the U.S.1 (even though we only operate in 12 states and the District of Columbia) • 9th largest home insurer in the U.S.1 • 12th largest business insurer in the U.S.2 • Support from sales team and your own dedicated underwriter • FORTUNE 500® company • High customer retention3—over 90%

Limited appointments available, so visit BecomeAnErieAgent.com to learn more, or contact me today: Rita Napieralski Vice President, Branch Manager Wisconsin Branch Brookfield, WI 53045 Rita.Napieralski@erieinsurance.com 262-717-6300

Erie Insurance agents are independent contractors and not employees. All Erie Insurance agents are subject to all terms and policies as outlined in the Erie Insurance Agency Agreement and related policies and procedures. 1 Based on direct premiums written, Best’s Insurance Reports 2018. 2Based on direct premiums written, commercial multi-peril writers, Best’s Insurance Reports 2018. 3Based on year-over-year retention rate data compiled by ERIE as of December 31, 2018. CMS149_30 4/19

BE AN ERIE AGENT

PROFESSIONAL INSURANCE AGENTS OF WISCONSIN, INC. 6401 Odana Road - Madison, WI 53719 / Phone: 608-274-8188 / Toll Free: 800-261-7429 / Fax: 608-274-8195 / Toll Free Fax: 866-203-7461 / www.piaw.org

OFFICERS Mr. Sean M. Paterson, CIC President Robertson Ryan & Associates 20975 Swenson Drive, Suite 175 Waukesha, WI 53186 Phone: (262) 782-5373 Fax: (262) 782-6327 spaterson@robertsonryan.com Ms. Julie Ulset, CPIA Vice President Grams Insurance Agency LLC PO Box 336 Edgerton, WI 53534 Phone: (608) 884-3304 julset@gramsinsurance.com Mr. Tom Budzisz, CPIA Treasurer BWO Insurance Group, LLC 7472 S. 6th St. Oak Creek, WI 53154 Phone: (414) 768-8100 Fax: (414) 768-8100 tom@bwoinsurance.com Mr. Ryan Butzke, CIC, CISR Secretary Northbrook Insurance Associates, Inc. PO Box 780 Menomonee Falls, WI 53052 Phone: (262) 644-6027 Fax: (262) 783-4075 ryanb@northbrook-ins.com

JUNE 2020

Mr. Jeremy Cordova, CIC Cordova Agency, Inc. 716 E. 2nd St. Merrill, WI Phone: (715) 536-9576 Fax: (715) 539-3349 jeremy.cordova@cordovaagency.com Mr. Matt Cranney, CIC, CRM Past President M3 Insurance, Inc. 3133 W. Beltline Hwy Madison, WI 53713 Phone: (608) 273-0655 Fax: (608) 273-7783 matt.cranney@m3ins.com Ms. Lacey Endres, CIC M3 Insurance, Inc. 828 John Nolan Dr. Madison, WI 53713 Phone: (608) 288-2874 Fax: (608) 273-8873 lacey.endres@m3ins.com Ms. Sandy L. Hardrath, CIC, CPIA Ansay & Associates 4712 Expo Dr. Manitowoc, WI 54220

Phone: (920) 370-4283 Fax: (920) 682-7799 Sandy.Hardrath@Ansay.com Mr. Michael Keener, CIC Keener Insurance Solutions, LLC W 175 N11081 Stonewood Dr. Ste. 105 Germantown, WI Phone: (262) 293-9144 Fax: (262) 293-9254 michael@keenersolutions.com Ms. Ann Linstroth, CISR, PWCAM Fidelis Insurance Services 840 Lake Avenue, Ste. 101 Racine, WI 53403 Phone: (262) 456-0463 Fax: (262) 583-0729 annl@trustfidelis.com Ms. Tracy Oestreich, CIC, CPIA, CA, AU, CPIW PIAW National Director T4 Insurance Solutions PO Box 408 Jackson, WI 53037 Phone: (262) 423-4949 Fax: (262) 423-4959 tracyo@t4ins.com Mr. Mitchell Tarras Nett Insurance Agency LLC 607C Eastern Ave. Plymouth, WI 53073 Phone: (920) 893-3252 Fax: (920) 893-3250 mitch@bwoinsurance.com

CISR Personal Residential Eau Claire, WI (7 WI CE) CIC Commercial Multiline Eau Claire, WI (16 WI CE)

JULY 2020 15

Clay Shoot Johnson Creek, WI

AUGUST 2020

Becca Bredeson Administrative Assistant bbredeson@piaw.org Heather Falk, CISR Bookkeeping hfalk@piaw.org Heidi Hodel, CIC Member Benefits Coordinator hhodel@piaw.org Brenda Steinbach Education & Convention Director bsteinbach@piaw.org Tiffanie Yocum Administrative Assistant tyocum@piaw.org PIA National President Mr. Dennis Kuhnke, CIC, CPIA Robertson Ryan & Associates, Inc. 330 E. Kilbourn Ave. Ste. 650 Milwaukee, WI 53202 Phone: (414) 271-1561 Fax: (414) 271-3012 dkunke@robertsonryan.com

SEPTEMBER 2020 15

CISR Life & Health Essentials Wausau, WI (7 WI CE)

CISR Agency Operations Pewaukee-Milwaukee West, WI (7 WI CE)

CPIA 1 Position for Success Madison, WI (7 WI CE)

CIC Commercial Property Institute West Bend, WI (16 WI CE)

CPIA 2 Implement for Success West Bend, WI (7 WI CE)

19-21

CIC Commercial Casualty Institute Appleton, WI (16 WI CE)

CISR Agency Operations Appleton, WI (7 WI CE) 38 MAY/JUNE 20

STAFF Pete Hanson, CAE Executive Director phanson@piaw.org

Coming Events

24-26

DIRECTORS Mr. Steve Clements, CPIA Clements Insurance Agency 317 6th St. Wausau, WI 54403 Phone: (715) 842-1664 Fax: (715) 848-3337 steve@clementsagency.com

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied.® For information call (877) 234-4450 or visit auw.com. Follow us at bigdoghq.com.